Mexico
Business Etiquette, Culture, & Manners

Mexico
Introduction

Three
times the size of the state of Texas, Mexico has
a population of almost 88 million. The ethnic composition
of the country is 60 percent mestizo (a mixture
of Indian and European), 30 percent Amerindian,
9 percent white, and 1 percent other. Mexico is
a federal republic. Spanish is the official language
of Mexico, although over 100 Indian languages are
also spoken. English is widely understood by educated
people and in urban centers. There is no official
religion, but almost 90 percent of Mexicans are
Roman Catholic. Protestants account for around
5 percent.

Mexico
is one of the United States most important
trade partners. It is the third largest exporter
to the United States, and its international trade
products include oil exports, tourism, and the
products of its many assembly plants (called maquiladoras).
Most of the labor force is employed in the agricultural
sector.

Mexico
Fun Fact

One
must know a person before doing business with him
or her, and the only way to know a person in Mexico
is to know the family. Personal relationships are
the key to business success. In order to make this
connection intermediaries are used. It is critical,
especially for a high ranking meeting, to use a person
who is known to the Mexican businessman or woman
you are meeting. This is your "business family" connection,
the person who will introduce you. This person is
the bridge that builds the trust necessary to do
business in Mexico.

Mexicans
are warm and gracious. They embrace the manana attitude,
and do not embrace the time-is-money mentality of
many other cultures. The old Mexican saying is that "North
Americans live to work, but Mexicans work to live!" Respect
their sense of time and traditions. If your natural
tendency is to speak quickly or you have a forceful
or sharp tone of voice, become aware of how you are
coming across. Become sensitive to the pace and tone
used in Mexico. Otherwise you will destroy a relationship
with your caustic tone and behavior. Also, it goes
without saying that jokes about "Montezumas
revenge" are inappropriate.

Geert
Hofstede Analysis for Mexico

Mexico
is similar to many Latin countries when Hofstede's
Dimensions are compared and analyzed (see Latin
America Hofstede graph below).

Mexico's
highest Hofstede Dimension is Uncertainty Avoidance
(UAI) (82), indicating the society’s low
level of tolerance for uncertainty. In an effort
to minimize or reduce this level of uncertainty,
strict rules, laws, policies, and regulations are
adopted and implemented. The ultimate goal of this
population is to control everything in order to
eliminate or avoid the unexpected. As a result
of this high Uncertainty Avoidance characteristic,
the society does not readily accept change and
is very risk adverse.

Mexico
has a low Individualism (IDV) ranking (30), but
is slightly higher than other Latin countries with
an average 21. The score on this Dimension indicates
the society is Collectivist as compared to Individualist.
This is manifest in a close long-term commitment
to the member 'group', be that a family, extended
family, or extended relationships. Loyalty in a
collectivist culture is paramount, and over-rides
most other societal rules and regulations. The
society fosters strong relationships where everyone
takes responsibility for fellow members of their
group

Mexico
has the second highest Masculinity (MAS) ranking
in Latin America (69). This indicates the country
experiences a higher degree of gender differentiation
of roles. The male dominates a significant portion
of the society and power structure. This situation
generates a female population that becomes more
assertive and competitive, although not at the
level of the male population.

Another
Dimension in which Mexico ranks higher than other
Latin neighbors is Power Distance (PDI) with a
rank of 81, compared to an average of 70. This
is indicative of a high level of inequality of
power and wealth within the society. This condition
is not necessarily subverted upon the population,
but rather accepted by the culture as a whole.

In
many of the Latin American countries, including
Mexico, the population is predominantly Catholic
(see Religions Graph below). The combination of
Catholicism and the cultural dimensions, shown
in the Hofstede Graphs above, reinforce a philosophy
predicated in the belief that there is an absolute ‘Truth”.
As Geert Hofstede explains about peoples with a
high Uncertainty Avoidance Index, their attitude
is, “There can only be one Truth and we have
it.”

In
a country that has over 50% of its population practicing
the Catholic religion, we found the primary correlating
Hofstede Dimension to be Uncertainty Avoidance
(UAI). There were only 2 countries out of 23 that
did not follow this correlation, they were Ireland
and the Philippines. (See accompanying Article)

Based
on our studies and data, the large majority of
predominantly Catholic countries (those with Uncertainty
Avoidance as their highest ranking Dimension) have
a low tolerance for ambiguity. This creates a highly
rule-oriented society that institutes laws, rules,
regulations, and controls in order to reduce the
amount of uncertainty within the population.

To
review, the Geert Hofstede analysis for Mexico
has high Uncertainty Avoidance ranking that represents
a societal concern for the lack of stability and
security. The culture also ranks high on the Power
Distance and Masculinity dimensions indicating
a male dominated authoritarian structure. The culture
is collectivist with close ties between extended
families and communities. This is particularly
true in the more rural areas. More Details

Religion
in Mexico

*
WORLD FACTBOOK 2011

In
a country that has over 50% of its population practicing
the Catholic religion, we found the primary correlating
Hofstede Dimension to be Uncertainty Avoidance
(UAI). There were only 2 countries out of 23 that
did not follow this correlation, they were Ireland
and the Philippines. (See accompanying Article)

Mexico
Appearance

Men
should wear a conservative dark suit and tie.
Your wardrobe should include suits that have
classic lines and tailoring in gray or navy,
and white or light blue shirts. A white shirt
is more formal and should be worn when the formality
of the meeting dictates.

Women
should wear a dress or skirt and blouse. A classic
suit may also be worn. Build a wardrobe using classic
lines, classic skirt lengths, and basic classic
colors - gray, navy, white, and ivory.

Men
may wear pants and a light shirt for casual. Plan
a casual wardrobe using the classic colors, plus
camel, and you will be casual, yet polished. Should
you have the opportunity to wear a guayabera,
the wonderful traditional lightweight shirt, you
wear is out over your pants. This design is very
comfortable in warmer weather.

Women
may wear a blouse with pants or a skirt for casual.
To present yourself as professional and polished,
even in an informal setting, build your casual
wardrobe using classic shades of gray, blue, camel,
white and ivory.

Jeans
are generally not appropriate, and tight or low
cut clothing is never appropriate.

Mexicans
may not make eye contact. This is a sign of respect
and should not be taken as an affront.

Mexico
Behavior

Men
shake hands upon meeting and leaving, and will
wait for a woman to be the first to offer her hand.

Women
may shake hands with men and other women. Many
times a woman may pat another woman's shoulder
or forearm, or kiss on the cheek.

Longtime
friends may embrace, and after several meetings
you may also be greeted with an embrace.

Punctuality
is not rigid because of the emphasis on personal
obligations. The best time for appointments is
between 10:00 a.m. and 1:00 p.m., with late afternoon
a second choice.

Business
lunches, rather than dinners are the traditional
form of business entertaining and are usually prolonged
affairs, beginning between 2:00 and 3:00 p.m. and
lasting three to four hours, with little time being
devoted to actual business. Lunches are an essential
part of business to establish a personal relationship.

Working
breakfasts are also popular, meeting at 8:00 or
8:30 at your hotel, and usually lasting two hours
at the most.

Conversations
take place at a close physical distance. Stepping
back may be regarded as unfriendly.

Mexican
men are warm and friendly, and make a lot of physical
contact. They often touch shoulders or hold anothers
arm. To withdraw from this touch is considered
insulting.

Giving
gifts to business executives is not required. Small
items with a company logo (for an initial visit)
are appreciated.

Secretaries
do appreciate gifts. If giving a valuable gift,
such as perfume or a scarf, present it on a return
visit. A man giving it to a female secretary should
indicate the gift is from his wife.

Gifts
are not required for a dinner guest, but will be
appreciated. Good choices are candy, flowers (sent
ahead of time), or local crafts from home.

Do
not give gifts made of silver, as it is associated
with trinkets sold to tourists.

Women
should not invite a male counterpart for a business
dinner unless other associates or spouses attend.
Also, Mexican men will graciously attempt to pay
for a meal, even though you are hosting it. A professional
way to host a meal is to dine or lunch at your
hotel. Pre-arrange to have the meal added to your
hotel bill.

Tipping
is appropriate for services provided. Wages are
often so low that workers depend heavily on gratuities
for their income.

Pay
for store purchases by placing money in the cashiers
hand, rather than on the counter.

Mexico
Communications

Refrain
from using first names until invited to do so.

Titles
are important and should be included on business
cards. You may directly speak to someone by only
using his or her title only, without including
the last name.

Doctor is
a physician or Ph.D. Profesor it the title
for a teacher. Ingeniero is an engineer. Arquitecto is
an architect. Abogado isa lawyer.

People
without professional titles are addressed using
Mr., Mrs., or Miss and his or her surname. Senor is
Mr., Senora is Mrs., and Senorita isMiss

Hispanics
generally use two surnames. The first surname listed
is from the father, and the second surname listed
is from the mother. When speaking to someone use
his or her fathers surname.

A
married woman will add her husband's father's name
to the end of her name, usually shown as de
(name) when written. This woman would be formally
addressed as Senora de (name).

In
speaking to this same married woman less formally,
you would simply say Senora (name).

Do
not use red ink anytime you are writing someone's
name.

The
traditional toast in Mexico is Salud (Sal-UUD).

Mexicans
use a "psst-psst" sound to catch anothers
attention in public. This is not considered rude.

Mexicans
refer to people from the United States as North
Americans.

Good
conversational topics are Mexican culture, history,
art, and museums.

Never
discuss the Mexican-American war, poverty, illegal
aliens, or earthquakes.